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30 Sep 2002
Research & Ideas

Use the Psychology of Pricing To Keep Customers Returning

exception than the rule, however. I think most managers hope for repeat purchases, whether they manage a health club, a theater, or publish a magazine. For these types of managers, they need to do everything... View Details

Keywords: by Manda Mahoney

29 Sep 2009
First Look

First Look: September 29

qualitatively confirm the mechanism of industry migration proposed in models like Duranton. [Duranton, G., 2007. "Urban Evolutions: The Fast, the Slow, and the Still." American Economic Review 97, 197.221]. Download the paper... View Details

Keywords: Martha Lagace

May 2021 (Revised February 2024)
Teaching Note

THE YES: Reimagining the Future of E-Commerce with Artificial Intelligence (AI)

By: Ayelet Israeli and Jill Avery

THE YES, a multi-brand shopping app launched in May 2020 offered a new type of buying experience for women’s fashion, driven by a sophisticated algorithm that used data science and machine learning to create and deliver a personalized store for every shopper, based on... View Details

2007
Working Paper

Why Do Intermediaries Divert Search?

By: Andrei Hagiu and Bruno Jullien

We analyze the incentives to divert search for an information intermediary who enables buyers (consumers) to search affiliated sellers (stores). We identify two original motives for diverting search (i.e. inducing consumers to search more than they would like): i)... View Details

Keywords: Demand and Consumers; Motivation and Incentives; Internet and the Web; Digital Platforms; Distribution Channels; Business Strategy; Retail Industry

June 2001 (Revised July 2001)
Case

Amazon.com in the Year 2000

By: Krishna G. Palepu and Jeremy Cott

An analyst's critique of Amazon's prospectus from the perspective of its bond holders. View Details

Keywords: Bonds; Accounting Audits; Financial Reporting; Governing and Advisory Boards; Internet and the Web; Forecasting and Prediction; Retail Industry

October 1998 (Revised April 2001)
Case

Preview Travel (B)

By: William A. Sahlman and Nicole Tempest

Supplements the (A) case. View Details

Keywords: Risk and Uncertainty; Business Model; Initial Public Offering; Internet and the Web; Business Plan; Capital; Financial Strategy; Travel Industry; United States

January 2020 (Revised March 2020)
Case

LOLA: Do You Know What's in Your Tampon?

By: Leonard A. Schlesinger and Aldo Sesia

LOLA is a direct-to-consumer (DTC) business launched in 2015. What started as a company to provide women with organic and transparent material-labeled tampons via a subscription model, had, by 2019 evolved to include additional menstrual and sexual wellness products.... View Details

Keywords: Direct-to-consumer; Channels; Disruption; Business Model; Brands and Branding; Internet and the Web; Strategy; Retail Industry; United States; Canada

January 2017 (Revised August 2019)
Case

X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (A)

By: Feng Zhu and Angela Acocella

Three years after launching his brick-and-mortar store, X Fire Paintball and Airsoft, Steve Herbert Sr. and his sons began selling products on Amazon.com’s third-party Marketplace, and online sales expanded rapidly. Over time, X Fire noticed that products of which it... View Details

Keywords: Ethics; Competition; Digital Platforms; Internet and the Web; Small Business; Retail Industry; Canada

April 2016
Teaching Note

Flipkart: Transitioning to a Marketplace Model

By: Sunil Gupta and Das Narayandas

In 2015, Sachin and Binny Bansal, co-founders of India's largest e-tailer, Flipkart, announced that the company would switch to a marketplace model and move its logistics arm into a separate company. At the time of the announcement, Snapdeal already claimed to be... View Details

Keywords: India; Marketplaces; Digital Platforms; Internet and the Web; Market Entry and Exit; E-commerce; Retail Industry; India

January 2014 (Revised March 2015)
Case

Google Car

By: Karim R. Lakhani, James Weber and Christine Snively

By 2013, Google, while not a traditional manufacturer of automobiles, had invested millions of dollars in its self-driving cars which had logged over 500,000 miles of testing. The Google management team faced several questions. Should Google continue to invest in the... View Details

Keywords: Digital Services; Innovation; Technology; Technological Innovation; Internet and the Web; Market Entry and Exit; Transportation; Auto Industry; United States

September 2010
Case

Angie's List

Angie's List is a paid subscription-based service that gives consumers online access to member-submitted reviews of plumbers, electricians, and other home service providers. Customer and revenue growth are strong, but customer acquisition costs are high and the company... View Details

Keywords: Internet and the Web; Price; Competitive Advantage; Product Launch; Service Industry; United States

May 2007 (Revised July 2011)
Background Note

Retail Shopping in 2007: The Net Versus the Mall

By: Stephen P. Bradley, Nancy Bartlett and James Weber

Provides an overview of the retail sector within the United States as online shopping captures an increased percentage of consumer spending. The role of enabling technologies and applications, including comparison shopping sites and recommendation systems, are covered.... View Details

Keywords: Spending; Marketing Channels; Demand and Consumers; Information Technology; Internet and the Web; Retail Industry; United States

2007
Working Paper

I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time

By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman

How do decisions made for tomorrow or two days in the future differ from decisions made for several days in the future? We use data from an online grocer to address this question. In general, we find that as the delay between order completion and delivery increases,... View Details

Keywords: Internet and the Web; Food; Decision Choices and Conditions; Conflict and Resolution; Emotions; Cognition and Thinking; Retail Industry; Retail Industry

October 2023
Case

CornerUp: Digitizing the Corner Store

By: Álvaro Rodríguez Arregui, Stacy Straaberg and Diego Zainos De La Sota Riva

In July 2023, Jason Diaz, co-founder and CEO of CornerUp, assessed the progress of his business-to-business e-procurement software application (app) startup, founded in January 2022. CornerUp began as a fast-moving consumer packaged goods (FMCG) distributor in New York... View Details

Keywords: Business Growth and Maturation; Business Startups; Small Business; Transition; Decisions; Social Entrepreneurship; Geographic Location; Disruptive Innovation; Market Participation; Digital Platforms; Trust; Business Strategy; Expansion; Information Infrastructure; Internet and the Web; Technology Adoption; Value Creation; Technology Industry; United States

29 Oct 2000
Research & Ideas

The Entrepreneurial Venture: A Conversation

encouraged them to take risks. Bill Sahlman: Also, when we graduated from HBS, the economy was in recession, inflation and interest rates were high, productivity growth was low, and the stock market was in the tank. It is not at all surprising that the venture capital... View Details

Keywords: by Susan Young

July 2011 (Revised January 2012)
Teaching Note

Demand Media (TN)

By: John Deighton and Leora Kornfeld

Teaching Note for 512021. View Details

Keywords: Internet and the Web; Media; Society; Transformation; Digital Marketing; Business Model; Initial Public Offering; Customers; Behavior; Value; Information Technology Industry; California

20 Aug 2012
Research & Ideas

The Acquirers

were published in the paper, Financial vs. Strategic Buyers. The research team first scoured data of private equity firms in the United States that had set out to buy underperforming companies and turn them around—with the goal of a... View Details

Keywords: by Kim Girard; Financial Services

20 Dec 2004
Research & Ideas

How an Order Views Your Company

the order management cycle? Benson Shapiro: In the late 1970s, when I was teaching the Industrial Marketing course in the MBA program at Harvard, it began to become clear to me that to really manage many businesses, one needed to deal... View Details

Keywords: by Sarah Jane Johnston

August 1998 (Revised December 1998)
Case

Wells Fargo Online Financial Services (B)

By: Robert S. Kaplan and Nicole Tempest

Describes how the Balanced Scorecard built by the Online Financial Services (OFS) group is used to select the highest-priority initiatives for the organization. Currently, initiatives arise continually throughout the organization, and management spends considerable... View Details

Keywords: Balanced Scorecard; Internet and the Web; Corporate Entrepreneurship; Corporate Strategy; Performance Evaluation; Finance; Change; Situation or Environment; Measurement and Metrics; Financial Services Industry; Financial Services Industry

December 2001
Case

Alibaba.com (B)

By: F. Warren McFarlan and Fred Young

The challenges the largest Chinese electronic commerce company faces many challenges at the end of 2001. This case describes how it has completely reoriented its strategy in the past 12 months to become a B-to-B company. The key question is: Will it work and what... View Details

Keywords: Business or Company Management; Business Strategy; Internet and the Web; Problems and Challenges; Information Technology Industry; China; United States

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